State of Sales Country Profile 33 United Kingdom/Ireland (329 Sales Professionals) Top of Mind for Sales Professionals Cross-Team Collaboration Top Types of KPIs Percentage Who Rate the Following as Absolutely Critical or Very Important to Their Sales Process 75% 73% 65% Customer experience/ Collaborating across departments Having a single customer view Collaborative selling 1success 2Sales process 3Account management across departments/roles (e.g., Net Promoter Scores [NPS], (e.g., lead-to-cash time, (e.g., sales performance Benefits of Intelligent Selling customer satisfaction, customer customer response time, versus account plan, account loyalty, renewal rate/churn rate, customer interactions) profitability, account growth sentiment analysis) rates) Percentage Experiencing a Major Positive Impact on the Following 34% 32% 31% Top Sales Objectives Over Next 12—18 Months Customer/prospect nurturing Productivity of sales reps Predictive selling Increase customer Grow number of leads/ retention through Increase average Anticipated Growth in Intelligent Sales Tech Use 1new customers 2deeper relationships 3order size Growth in Use Expected Across the Following Technologies Over the Next Three Years Mobile’s Impact on the Sales Process 148% 144% 140% Artificial intelligence to Automated lead-to-cash process Next-step analysis that allows of sales professionals say their company is using or automatically recommend sales, service, and marketing 52%planning to use mobile apps in the next two years. products to customers based teams to anticipate customer on their preferences needs and prioritize tasks Top Mobile App Use Cases Predictive Selling Comes into Focus To support selling in To connect with customer-facing To search and Percentage Who Have Become Much More or Somewhat More Focused on the Following Over the 1customers on the go 2situations 3access files Past 12—18 Months 56% 56% 42% Top Mobile Selling Benefits 80% 78% Percentage Experiencing a Major Benefit Across the Following Being Anticipating proactive customer needs 69% 65% 59% Access data from anywhere Real-time communications with Selling from anywhere team members Salesforce Research